offer and counter-offer 2

offerandcounter-offerHollyrevision•Whatisanoffer?•Anofferisaproposaltogiveordosomething.•Anofferofgoodsisapromisetosupplyorbuythegoodsonthetermsandconditionsstatedbyasellerorabuyer.Featuresofafirmoffer•---Clear,definite,complete,final•Leavenoroomofambiguityoruncertainty,avoidtheuseofsuchwordsas“perhaps”,‘maybe’,‘about’.•---Onceaccepted,itbecomesacontractualobligation•---Shouldnotwithdrawafirmofferwithinitsvaliditypractice•Dearsir,•ThankyouforyourlettersofJune28,2009and_______________________(我们现报盘）asfollows:•___________(产品):GreenBeans,Hebei•origin,2009crop•Quantity:200metrictons•___________(价格):atRMB2,500permetric•tonCFRAntwerp•Packing:inordinarysecond-handgunnybags.•___________(装船):inSeptember,2009•___________(支付):byirrevocableI./C,payable•bydraftatsightwewerepleasedtoofferyouCommodityPriceShipmentPaymentpractice•Thisofferisfirm,subjecttoyourimmediatereplythatshould__________________________________(在这个月底之前送达我方）。Thereislittlelikelihoodofthegoodsremainingunsoldoncethisparticularofferhaslapsed.Ifyoufinditacceptable,_____________________________________(请尽快答复）。•Yoursfaithfully,•***reachusnotlaterthantheendofthismonthPleaseletushaveyourreplyassoonaspossibleNon-firmoffer•Non-firmofferisaquotationsubjecttofinalconfirmationandisnotlegallybinding.•Theofferorcanwithdrawitanytimebeforetheoffereeacceptsit.发盘人没有肯定的订立合同的意旨，例如反映在发盘内容不明确（Notclear)，或者主要条件不完备(Notcomplete)，或者不是最后的（Notfinal)，这种发盘对发盘人无约束力(Withoutengagement),也称邀请发盘。•虚盘是发盘人有保留地表示愿意按一定条件达成交易，不受发盘内容的约束，也不做任何承诺，任何时候都可以改变、修改甚至取消。因此，虚盘是不受约束的、试探性的报价，其目的在于了解顾客、了解市场。虚盘的表达方式：1)Theaboveofferismadewithoutengagement.以上报盘没有任何约束力。2）.Weoffersth…subjecttoourfinalconfirmation.我方报盘…（各项交易条件）…以我方最后确认有效。3）.Wesubmityouthisoffersubjecttopriorsale.我方向你方报盘，以先售为条件。4）.Wemakeyouanoffersubjecttothegoodsbeingunsold.我方向你方报盘，以未售出为准。5）Weofferyousubjecttochangewithoutnotice.我方向你方报盘，此报盘如有变化不另行通知。situation1:makinganon-firmoffer•inreplyto作为…的回复•withoutengagement无约束性的•thefollowingoffer以下报盘•beagreeableto=agreewith同意Conclusion:howtomakeanoffer?•Anexpressionofthanksfortheenquiry•Detailsofthegoodsandtradeterms,including–Nameofgoods,qualityorspecifications,–quantity,–unitpriceandpriceterms,discountsandtheirconditions,–termsofpayment,timeofshipment/delivery,package•Firmoffer:theperiodforwhichtheofferisvalid•Non-firmoffer:aremarktotheeffectthattheofferiswithoutengagement•Favorablecommentsonthegoodsthemselves,ifappropriate•Anexpressionofhopethattheofferwillbeaccepted完整的报盘应该包括以下内容：（1）对询价表示感谢（2）提供所要求的所有信息，如名称、质量、特征、价格、折扣、付款条件等。（3）对交货期或者装运期的承诺（4）如是实盘，注明有效期（5）希望对方接受报价定购货物Counter-offer(还盘)•Acounter-offerisanexpressionbytheoffereeofhisdisagreement,eitherinpartorasawhole,totheoffermadebytheofferor.•Areplytoanofferwhichpurportstobeanacceptancebutcontainsadditions,limitationsorothermodificationsisarejectionoftheofferandconstitutesacounter-offer.还盘Counter-Offer当卖方提出的offer，买方在收到后一般需做一定的表示。当他请求变更交易条件时，firmoffer失去效力，产生新的offer,这称为还盘（counter-offer).还盘一般是对价格的还盘，对最低起定量的还盘，对支付方式的还盘。出口商写讨价还价的方法：（一）卖方不同意见减价时1、贵公司觉得本公司的价钱太高，本公司实在抱歉。2.拒绝减价的理由:（1）人工成本上升或人民币升值造成出口成本上升。（2）强调本公司的产品在品质上绝对比同价位其他供应商的优良。（3）本公司的报价只含最少利润。3、为了表示配合对方的需要，推荐对方买品质、款式及外形类似而价位低的产品当替代品。(二）卖方附带条件的同意减价时1.本公司从贵公司某月某日来信得知贵公司觉得本公司的价钱太高，本公司自认报价比其他厂商的报价低。2如果贵公司的订单超过了多少金额或多少数量，本公司将给予贵公司多少折扣。3.鼓励买方在出货前若先将货款用电汇汇过来，将再给予多少现金折扣，而且买方愿意这么做的话，将跟对方分享汇率的好处。4.提醒买方该报价单的有效期只有多少天，过了这段时间，我们将会涨价。所以请买主尽快下单不要迟疑。Whichtermsandconditionsincludedinacounter-offer?•Price,payment,qualityandquantityofthegoods•Placeandtimeofdelivery•Extentofoneparty’sliabilitytotheother•thesettlementofdisputesHowtowriteacounter-offer?•Anexpressionofthanksforanoffer.•Regrettobeunabletoaccepttheofferandstatereasons.•Makeacounter-offerorsuggestotheropportunitytodobusinesstogether.•Hopeforearlyreply.Usefulexpressions•Weregrettoinformyouthatyourpriceisratheronthehighsidethoughweappreciatethegoodqualityofyourproducts.•我们很遗憾告知你方，尽管我们很满意你方产品的质量，但我们认为你方价格偏高。•Weareregretfulthatyourpriceisoutoflinewiththeprevailingmarket.•我们很遗憾你方价格与现行市场价格不符。•inlinewith符合Usefulexpressions•Althoughwearedesirousofdoing/keenondoing/keentodobusinesswithyou,weregrettosaythatyourpriceisunacceptabletous.•尽管我们渴望与你方成交，但我们遗憾地说你方价格不可接受。•Muchasweareinterestedinyourproducts,wecannotplaceanorderwithyoubecauseofthehighprice.•尽管我方对贵公司产品很感兴趣，但由于价格过高，我方不能订货。Usefulexpressions•Whencomparingwiththeothersuppliers’prices,yourpriceisalmost10%higherthantheirs.•与其他货源的价格相比，你方的价格比他们的报价几乎高出10%。•AsthemarketofWalnutsisdeclining,thereisnopossibilityofbusinessunlessyoucanreduceyourpriceby5%.•由于核桃行市下跌，除非你方能够降价5%，否则无法成交。Usefulexpressions•Tostepuptrade,wecounterofferasfollows:500tonsofWalnutsatUSD600/tonCIFNewYork.•为促进贸易，我方还盘为：500吨核桃CIF纽约600美元/吨。•Wedon’tdenythequalityofyourproductsissuperiortothatofIndianmakesbutthedifferenceinpriceshouldinnocasebeasbigas10%.OurcounterofferisUSD900pertonCIFHamburg.•我们不否认你方产品质量比印度产品好，但差价绝不可能大于10%，我们还盘是CIF汉堡900美元/吨。situation3•end-users最终客户•outoflinewith不符合•theprevailingmarketlever现行市价•parcelsofJapanesemake日本制造的几批货物•suchbeingthecase情况既然如此•bepreparedtodo准备并愿意做某事•persuadesb.todosth说服某人做某事•cometoterms达成交易•inviewof鉴于•reduce降低•cable发电报•figure数字，数目Exer